I talked with Mary Grothe, Sales BQ CEO & Founder to better understand how behavioral intelligence plays into the success of salespeople and the sales managers leading their teams. As a top performing individual sales contributor herself before starting her own business, Mary knows a thing or two about over achieving sales quota.

We start by talking about what BQ – Behavioral Intelligence is and how a keen understanding of BQ impacts sales success.

As beneficial as understanding BQ can be, there are circumstances where BQ has a negative effect on sellers. Learn what those things are when you listen to the interview.

Mary talks us through how to identify and remove barriers that lower a sales team’s BQ overall.

Next, we tackled the topic of motivation. Lots of opinions about what that means and whether or not sales leaders can motivate their team members. Mary shares her thoughts on how to motivate a sales team to perform at higher level.

Finally, we closed by talking about how once a once a culture of high BQ is created, the ways in which you maintain it.

Listen and enjoy the interview!

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Mary Grothe, CEO and Founder of Sales BQ. She is a former #1 rep in the MidMarket B2B SaaS Payroll / HR industry. After 8 years and millions in revenue sold, she founded Sales BQ, and leads a team of fractional VPs of Sales across the country as they rebuild their clients’ sales departments, all while focusing on the behavioral quotient.

As 2018 kicks off, what is your process for achieving your sales goals? If you don’t follow a process, you going to find it tough to meet your sales objectives. And, that’s the topic for today’s episode with Jim Brown of Salestuners.

Jim and I discussed:

The steps to set and achieve your sales goals.

How to build rapport with prospects quickly.

Tips and strategies for overcoming objections.

The best ways to identify and reach the right prospects.

Overcoming rejection in the sales process.

If you don’t have your process nailed down, do it now before you find yourself staring at an empty funnel.

Enjoy the interview!

About Jim:

Jim Brown has led two companies from $1 million to more than $10 million, and one from $1 million to $0. He now trains entrepreneurs who don’t realize they’re the VP of Sales and individual salespeople how to 10X their revenue using a step-by-step sales formula.

Previously, Jim’s sales performance led Slingshot SEO from $1.2 million to $11 million in revenue within two years. He was then recruited to Compendium to build and lead the sales function, which he took from $2 million in sales to an eight-figure acquisition by Oracle. After the Oracle acquisition, Jim left the well paying job and comfort of success that he’d known and raised $1 million for a B2C app startup. They had some initial traction but failed to execute the vision. This resulted in a 100% loss for himself and the investors.

Today, Jim hosts the SalesTuners podcast where he talks with world-class sales performers about the techniques, behaviors, and attitudes that listeners can use to close more deals and make more money.

In my latest Razor’s Edge podcast, I talked with George Bronten and Robert Jones from Membrain about what it takes to be great in selling today.

Sales teams who are the most successful sell differently, not just more effectively. Largely, according to George, this is being spurred by global competition and the internet. Makes sense that salespeople need to be able to differentiate themselves from the competition. You can do that by helping your salespeople become skilled at consultative selling, which is married together with a solid sales process that is consistently followed. Avoid the common temptation to simply measure activity, because the right activities should be progressing the sales opportunity forward.

During the conversation, we talked about:

-Why sales organizations need to institute a solid on-boarding learning and development process for their people. Get beyond teaching product features and don’t assume your salespeople really know how to sell.

-Setting salespeople up for success by starting with a clear set of expectations. Don’t assume salespeople know.

-Key reasons why salespeople need to follow a process and stop killing deals by skipping important steps in that process. Did you know it can take 60% longer to lose a deal and that’s the result of not following a process consistently. Your salespeople need an actionable checklist that they can follow.

-Sales coaching and why that’s critical to ensuring that salespeople not only follow the process, but that you keep reinforcing the skills and behaviors that will help them achieve their sales objectives.

Finally, learn how the Membrain platform drives the right sales actions with a solid sales process. I’ve started to use the platform myself and love it!

Enjoy the podcast!

About George and Robert:

George Bronten is a life-long entrepreneur with 20 years in the software space and with a passion for sales and marketing, I’ve studied the success factors behind top sales organizations and designed software to help sales leaders systemize successful behaviors. Membrain is the product evolving out of these efforts – the world’s 1st Sales Improvement Software that makes it easy for you to execute your sales strategy.

Robert Jones is Membrain’s Key Account Manager and Sales Executive at Membrain, working with clients and customers alike on an international scale.

Top Sales Awards 2019

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Conversations with Women in Sales is a podcast dedicated to becoming the best resource in the world for female sales professionals. And, it just happens to be the ONLY podcast dedicated to women in sales! Listen on … Listen & Learn!